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Cross-culturalCommunicationinBusinessNegotiations
BusinessWeeklybyDr．RodSteinerNovember2006
Theimportanceofeffectivecross-culturalcommunicationduringbusinessconferencesorne-gotiationsisoftenunappreciated．Andyetitisnotjusttheimmediateoutcomeofthenegotiationwhichisatstakebutalsothepossibilityofapositive,ongoingbusinessrelationship.
Here'sasimpleexample:"don'tmixbusinessandpleasure,"wesay,thinkingourselvestobeefficientand"virtuous"．Buttryingtonegotiatewiththatattitudeinsomeotherculturesmaywellcauseconsternationinyour.host．Thisinturnwillresultincross-culturalirritationandmaywellputfuturerelationshipsunderacloud．So,thefirstruleshouldbetostudythecultureofthepeoplewithwhomyouaregoingtonegotiate.
Dr．RodSteiner,assistantlecturer,DepartmentofBusinessStudies,SouthAustralianInsti-
tuteofTechnology.
SouthAustralianInstituteofTechnology
DepartmentofBusinessStudies
44BerwickSt.
Adelaide,Australia5066November24，2006
DearDr．Steiner,
Ireadyourarticle"Cross-culturalCommunicationinBusinessNegotiations"withagreatdealofinterest．Iamapostgraduatelanguage/businessstudentattheUniversityofAdelaide,andIhavealsohadaomeexperiencelivingandstudyinginJapan.
Youareabsolutelyrightwhenyouhighlightpossible"cross-culturalirritation"．Inourculture,wewouldneverassociatebusinesstransactionsofanytypewithdrinkingalcoholandgoingtonightclubs．However,that'smoreorlessthenormalwayofdoingthingsinJapan.
Ihopetospecializeinthisareaofstudy,-Imean,incross-culturalcommunication--andthat'swhyIhavechosenalsotostudysomeforeignlanguages．Ifyouhaveanysuggestionsforfurtherreading,couldyoupleaseletmeknow?
Thanksforyourattention.JulieLuddon
Whatdoesthearticlesuggest? A．Totakeacourseininternationalbusinessrelationshipsattheinstitute
B．Alwaystobealertofhintsthatcandamageanongoingbusinessrelationship
C．Nottomixbusinessandpleasurewhendealingwithanyculture
D．Toknowthecultureofyourbusinesscounterpart
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